Change the recipe to change the experience and the results

By Bill Bachrach

Bachrach & Associates

There’s nothing wrong with remembering things about yourself during a client interview; that’s just human nature. But the best of the best will keep these thoughts to themselves and stay focused on the client, down to every last word they utter after, “Hi, I’m …”.

Yes, it starts at the very first interview. You don’t rattle off your credentials, try to influence people with any slick sales talk, building rapport, or ramble on about your theories and strategies. Instead, you focus on them.

Your objective is to give them a consistently enjoyable experience from day one. You do that by talking less about yourself and, in many cases, saying fewer words than you are tempted to use. When you change the recipe, you change the experience and the results.